FEATURE | RECRUITMENT
HIRING: how to pick more winners DARREN SPENCE explains how you can take the luck out of recruiting great salespeople
28 WINNING EDGE
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t still surprises me that employers and specialist recruitment companies don’t work better together to improve the way salespeople are hired and onboarded. Too much emphasis (and risk) rests on the shoulders of the employer to manage the process effectively – recruiters could do more. I’ll come back to that point later on, but first let me ask you a couple of questions.
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most appealing? Is their past, or how you see their future more important? Question 2: Do you agree that choosing the right candidate can be the catalyst to you exceeding your targets and accelerating your career and your earnings? If you do, do you agree also that choosing the wrong candidate can create a load of wasted time and effort, and result in a sizeable opportunity cost?
TO SALES MANAGERS Question 1: When interviewing candidates for a sales position, is it the competency or the potential competency of the candidate that’s
TO SALESPEOPLE Question 1: When interviewing for a job, is it your competency to do the job or your potential ongoing personal development and subsequent ISMM.CO.UK
19/01/2016 16:51
